I frequently talk with a sense of urgency when it comes to working with DSOs.

Part of the reason is because more and more investment groups are waking up to the extreme profitability of the DSO structure.

Because of this, DSOs are growing like never before.

Right now, we’re essentially in a “seller’s market” for dental practices …

So, a DSO can offer a LOT more for your practice than any other buyer …

How can they do this?

How can they be SO competitive as to pay multiples more, and still make a profit?

The money has to come from somewhere …

This is why the DSO opportunity is so GOOD right now, and why it is honestly foolish to not at least explore the possibility for your practice.

(Yes, even if you haven’t thought of selling)

I wrote about this phenomenon here:

I have talked a lot about the benefit of working with a DSO, whether that means outright selling your practice, or entering into a partnership …

It’s easy to see in the numbers why, over the short term, chosing a DSO is a great idea.

(In short, they can pay multiples more than any other buyer for yoru business)

But what about the next 5-10 years?

Here are 5 reasons DSO are set to win in the current market environment:

This is one of the most common questions I receive from dental practice owners …

How much is my practice worth?

How much will I get for my practice if I sell to a DSO?

The answer …

Is always “it depends.”

I talk about it more here as well -

So, you might be wondering how you can make yourself appealing to a DSO.

Or perhaps rather …

What are the characteristics of a strong candidate for affiliate with a DSO?

There are some things which DSOs are really looking to avoid.

If you are operating a practice which is underperforming and hoping that a DSO will “fix” your business …

I’m sorry to say that you’ll probably have a hard time.

Most DSOs are looking for practices with a strong history of growth and profitability, with strong reputations and brand identities.

So, what happens to your staff if a DSO buys your practice?

If you are having this fear …

Or if your staff are feeling apprehensive,

Don’t worry.

It’s normal to feel this way, but I also want to explain why you don’t need to be concerned.

BUT, you do want to be cognizant of one important point.

(If you missed this little miniseries on why DSO’s might back out of a deal, check my previous 2 emails as well)

The most obvious reason why a DSO may back out of a deal is if, after due diligence, they conclude that you have been less than forthright or somehow acted in bad faith.

This can be if they discover a problem you didn’t disclose.

Or if the information presented to them was wrong.

So a DSO showed interest in you, gave you a letter of intent, and started all their due diligence.

But then …

They decided NOT to proceed.

Why would that happen?

In this email I’ll breifly talk over the first main reason, and then I’ll get into the second main reason in the next.

The first is about how the earnings analysis holds up.

If initial assumptions regarding the numbers fail to hold up during the Qualify of Earnings analysis.

Usually if this happens, it leads to a re-pricing discussion.

But, the outcome of this discussion is typically found to be unsatisfactory by one of the two parties involved.

The Quality of Earnings analysis is a deeper dive and more comprehensive review of your financials and usually adjusts from a cash basis method of accounting to accrual.

So if the numbers presented initially aren’t in alignment with their analysis, in order for the DSO to proceed, they would need to make some kind of adjustments to their preliminary analysis.

Depending on how great those adjustments are, you may not like what they have to say …

And if you and the DSO can’t come to an agreement then they may walk away.

Honestly, if you aren’t going to get the deal you want, then that may be the best thing anyway.

But you also may want to consider your perspective and expectations.

Just food for thought.

More in the next email.

Once a DSO gives you a Letter of Intent …

“When should I sell my practice?”

I’m going to give you the often frustrating answer of …

“It depends.”

Ok, that’s probably not all that surprising.

But the question of when to sell your practice depends largely on you, your practice, and your goals.

And then you also take into consideration the environmental factors (what’s going on in the economy, etc).

Understanding yourself and what you’re trying to accomplish is an important first step.

As far as the second …

The biggest mistake I see practitioners make is to try to time the market with the sell of their business.

I talk about that more here.